Enterprise Sales Manager - Full Truck Load (FTL)
Location: Nashville, Tampa, Pittsburgh, Jacksonville
Company Overview
My client is a leading logistics and transportation provider specializing in Full Truck Load (FTL) solutions across North America. They leverage cutting-edge technology and a vast network of carriers to deliver efficient, reliable, and cost-effective shipping services for businesses of all sizes. Their commitment to innovation, customer satisfaction, and operational excellence sets them apart in a dynamic industry. They are rapidly expanding and seeking a highly motivated and experienced Enterprise Sales Manager to join our growing team.
Job Summary
The Enterprise Sales Manager will be responsible for driving significant revenue growth by identifying, developing, and closing new business opportunities with large enterprise clients requiring complex FTL logistics solutions. This role demands a strategic thinker with a proven track record in consultative sales, deep understanding of the FTL market, and the ability to build long-lasting relationships with key decision-makers at the executive level. You will be a critical player in expanding our market share and solidifying our position as a preferred FTL partner.
Key Responsibilities
- New Business Development:
- Proactively identify and target new enterprise-level clients with substantial FTL shipping needs through strategic prospecting, networking, and market research.
- Develop and execute comprehensive sales strategies to penetrate new accounts and expand our customer base.
- Lead the entire sales cycle from initial contact and qualification to proposal development, negotiation, and contract close.
- Client Relationship Management:
- Build and maintain strong, trust-based relationships with C-suite executives, transportation directors, supply chain managers, and other key stakeholders within target organizations.
- Act as a trusted advisor, understanding client challenges and positioning our FTL solutions as strategic advantages.
- Ensure a seamless transition of new accounts to the account management team post-close, while maintaining oversight for long-term strategic growth.
- Solution Selling & Market Expertise:
- Conduct thorough needs assessments to understand client supply chain complexities, pain points, and strategic objectives related to FTL transportation.
- Collaborate with internal teams (Operations, Pricing, Technology) to design and present tailored, value-driven FTL solutions that address specific client requirements.
- Stay abreast of industry trends, competitive landscape, and market dynamics within the FTL sector to inform sales strategies and client discussions.
- Sales Operations & Reporting:
- Accurately forecast sales opportunities and maintain a robust pipeline in the CRM system (e.g., Salesforce).
- Prepare and deliver compelling sales presentations, proposals, and contract terms.
- Achieve and exceed assigned sales quotas and KPIs.
- Participate in industry conferences, trade shows, and networking events to represent the company and generate leads.
Qualifications
- Education: Bachelor's degree in Business Administration, Logistics, Supply Chain Management, or a related field. MBA is a plus.
- Experience:
- Minimum of 5 years of progressive experience in enterprise sales, with at least 2 years specifically in the Full Truck Load (FTL) or broader logistics/transportation industry.
- Demonstrated success in closing complex, high-value deals with large enterprise clients (annual revenue > $500M).
- Proven ability to consistently meet or exceed aggressive sales targets.
- Skills:
- Exceptional communication, presentation, negotiation, and interpersonal skills.
- Strong analytical and problem-solving abilities, with a consultative sales approach.
- Deep understanding of FTL operations, pricing models, and industry regulations.
- Proficiency in CRM software (e.g., Salesforce) and Microsoft Office Suite.
- Self-motivated, results-oriented, and able to work independently and as part of a team.
- Ability to travel as required to meet with clients and attend industry events.